Account Executive, Equinix
$274-412k
OTE
Digital infrastructure company
Posted today
Digital infrastructure company
1001+ employees
Posted today
$274-412k
OTE
1001+ employees
Company mission
To provide finance, manufacturing, transport, government, and healthcare organizations a cloud-first world.
Role
Who you are
- 3+ years experience preferred
- Bachelor's Degree required
What the job involves
- Accelerate Equinix’s growth in market share and revenue by penetrating new accounts and work cross-functionally to expand and grow existing accounts
- Protect/expand revenue in assigned accounts and work cross-functionally to drive high customer satisfaction. Develop new accounts by working cross-functionally with specific emphasis in enterprise space
- Build Customer Relationships
- Builds and maintains relationships with key stakeholders in assigned accounts/prospects
- Facilitates customer relationships to ensure timely resolution of customer issues
- Conducts quarterly business reviews with customers to identify and develop new selling opportunities
- Leverage Internal & External Partners
- Coordinates sales approach with the extended sales team (Sales Engineers, Solutions Architect, Customer Care, SSA, Commercial Solutions, Sales Operations, etc.) and external partners (Reseller, Strategic Alliances, etc.)
- Collaborates in country to sell global Equinix platform, occasionally selling with peers outside their territory
- Leverages network of peer representatives in strategic alliance and reseller partners to map and penetrate accounts
- Account Planning
- Researches and documents detailed understanding of customer business and organizational landscape on select accounts
- Develops account plans focused on maintaining/growing accounts
- Solution Selling
- Identifies customer’s business needs, challenges, and technical requirements to match to Equinix solutions in partnership with SEs/SAs
- Delivers pitch on Equinix product set and solutions, in partnership with SE/SAs
- Understanding of Equinix product set
- Sells full suite of Equinix offerings to include global footprint
- Leverages external partners to drive solution development in new areas/prospects
- Contract Renewals
- Proactively addresses high churn risk customers leveraging internal resources and external partners
- Facilitates customer contract renewals and negotiations to protect revenue
- Leverages internal resources to understand customers contractual obligations around notice periods, renew terms, Equinix exposure
- Pipeline Management
- Actively monitors and maintains status of opportunities in SFDC, following the principles of forecasting
- Identifies at risk accounts, expiring contracts and forecasts churn
- Territory Planning
- Prioritizes list of accounts/prospects for short and long-term pursuit to achieve assigned sales objectives
- Provides accurate forecasts
- May focus on particular vertical or sub-vertical within a dedicated sector
- Prospecting
- Coordinates with Opportunity Development Team to strategize lead & sales opportunity qualification
- Pursues highest propensity prospects, fills the funnel with opportunities; cold calling prospects and building industry contacts
- Negotiation
- Facilitates the commercial offer and contract negotiations in partnership with Sales Management, leveraging internal resources as needed to obtain best commercial terms possible
- Understands commercial levers and partners with sales leadership, commercial solutions, and P&L to recommend deal structure
- Mentorship/Lead
- Open to guidance from leadership and more senior Account Executives
Our take
Equinix is a veteran player in the digital infrastructure market, connecting industry-leading organizations in finance, manufacturing, retail, transportation, government, healthcare, and education.
The company provides a range of services within the categories of digital, support, data center, and interconnection, with capabilities including, for example, simplifying hybrid cloud deployments or securing on-site deployments. It has an extensive range of partners, granting its clients access to a vast range of industry-leading technologies atop its own offerings.
With a wide global presence, Equinix has secured a path to continued success by its ability to keep abreast of developments in the space. The company is comfortably positioned to remain a robust and leading player across multiple growth avenues and can be expected to make more smart developments and partnerships in the future.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
9% employee growth in 12 months
Company
Company HQ
Redwood Shores, Redwood City, CA
Leadership
Adaire Fox-Martin
(CEO & President)Prior to becoming CEO of Equinix in 2024, Adaire spent nearly 3 years at Google in various roles, including Head of Google Ireland and President of Google Cloud Go to Market. She also spent nearly 14 years at SAP and over 18 years at Oracle Corporation.
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